What is Scaling Up?

What is Scaling Up?

This video is a summary of the book Scaling Up by Verne Harnish and should give you an understanding of the subjects and key concepts in the book. I’m going to talk about who the book is intended for, what problems it solves and how it solves them and how you can use the book to further your business.         What is Scaling Up?   Scaling Up is Mastering the Rockefeller Habits 2.0. Mastering the Rockefeller Habits 1.0 the first book was released in 2002 as a Read More...

This video is a summary of the book Scaling Up by Verne Harnish and should give you an understanding of the subjects and key concepts in the book. I'm going to talk about who the book is intended for, what problems it solves and how it solves them and...

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Culture Doesn’t Eat Strategy for Breakfast

Culture Doesn't Eat Strategy for Breakfast

In this vlog I talk about key takeaways from seeing Simon Sinek talk including the 4 key chemicals in the brain which are stimulated within staff depending on how you manage your company culture. These 4 chemicals being; Endorphins Dopamine Serotonin Oxytocin Also I talk about why core purpose is important and the most annoying thing in business meetings. Finally I ask if Peter Drucker was really right when he said “Culture eats strategy for breakfast”. Given the title you can Read More...

In this vlog I talk about key takeaways from seeing Simon Sinek talk including the 4 key chemicals in the brain which are stimulated within staff depending on how you manage your company culture. These 4 chemicals being; Endorphins Dopamine Serotonin Oxytocin Also I talk about why core purpose...

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Know Your Enemy

Know Your Enemy

In this VLOG I talk about the 3 most important numbers a CEO should track – Cashflow forecast, Profit & Loss and Balance Sheet. Also I talk about the difference between Strategy and Tactics and finally I discuss the real enemy of Leadership teams. And it’s not the competition!         Read More...

In this VLOG I talk about the 3 most important numbers a CEO should track - Cashflow forecast, Profit & Loss and Balance Sheet. Also I talk about the difference between Strategy and Tactics and finally I discuss the real enemy of Leadership teams. And it's not the competition!...

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The 1 reason ‘Profit per X’ is the ‘nub’ of your strategy

The 1 reason 'Profit per X' is the 'nub' of your strategy

Can you describe your strategy in a sentence? We would define strategy under Michael Porters description “A unique and valuable position involving a different set of activities (from competitors)” How is it possible to move from your current position to a ‘unique and valuable position’? I think I know what you’re thinking, ‘that’s what I want, how can I get that from this ‘1 reason’ blog post!’ Well the bad news is that it is a Read More...

Can you describe your strategy in a sentence? We would define strategy under Michael Porters description "A unique and valuable position involving a different set of activities (from competitors)" How is it possible to move from your current position to a 'unique and valuable position'? I think I know what...

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The 1 thing the Govt can do to get out of the Uber Taxi mess

The 1 thing the Govt can do to get out of the Uber Taxi mess

“Uber is here to stay” These 5 words struck fear into the hearts of taxi drivers and taxi plate investors when WA Premier Colin Barnett spoke them a few months ago because somewhere in their heart they knew he was right at least at some level. It is no secret that the world over taxi plate owners are furious having bought into a Government backed business investment with taxi plates, sometimes at hundreds of thousands of dollars, only to find that their investment is rapidly Read More...

"Uber is here to stay" These 5 words struck fear into the hearts of taxi drivers and taxi plate investors when WA Premier Colin Barnett spoke them a few months ago because somewhere in their heart they knew he was right at least at some level. It is no...

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iiNet ‘country club’ culture begins the death of 1000 cuts

iiNet 'country club' culture begins the death of 1000 cuts

          Today marks the end of the TPG takeover of iiNet with shareholders being paid $9.55 per share as part of the $1.4B acquisition. TPG Executive Chairman David Teoh has said it is their intention to retain the iiNet brand, and that TPG have a lot to learn from iiNet, yet there is no doubt that it is his intent to remove what he views as frivolous spending in a Country Club Culture at iiNet. What we are about to witness is a colossal collision of cultures, where Read More...

  When diametrically opposing cultures collide it can be... challenging         Today marks the end of the TPG takeover of iiNet with shareholders being paid $9.55 per share as part of the $1.4B acquisition. TPG Executive Chairman David Teoh has said it is their intention to...

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The 1 easy way businesses fail to develop a winning strategy

The 1 easy way businesses fail to develop a winning strategy

I have the good fortune to see a lot of business plans, and more often than not they are in the One Page Strategic Plan format. Some of these plans are in a draft format, where someone has attended a Gazelles workshop or read Scaling Up, and some are mature versions where the team have worked over many years to hone and refine the businesses strategy and plan. Over time, patterns develop and one is able to see at a glance the difference between a strategy that is sound and a good degree of Read More...

I have the good fortune to see a lot of business plans, and more often than not they are in the One Page Strategic Plan format. Some of these plans are in a draft format, where someone has attended a Gazelles workshop or read Scaling Up, and some are mature...

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Differentiating activities – Jiffy Lube example

Differentiating activities - Jiffy Lube example

Founded in 1972 Jiffy Lube is a franchised drive through oil change shop that changes your oil & filters, tops up your other oils and vacuums your cars interior in less than 10 minutes and without an appointment. Unlike other motor mechanics and vehicle repair shops, Jiffy Lube is only focussed on fast oil changes at a low price and doesn’t claim to repair all problems with your car. However the items they do work on, they claim to know very well, use quality materials and provide Read More...

Founded in 1972 Jiffy Lube is a franchised drive through oil change shop that changes your oil & filters, tops up your other oils and vacuums your cars interior in less than 10 minutes and without an appointment. Unlike other motor mechanics and vehicle repair shops, Jiffy Lube is...

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How is Australia Post in a growth market and losing money?

How is Australia Post in a growth market and losing money?

If one is to take a look at Australia Post on face value it would seem as though it has made a successful transition from Government postal service to a modern , thriving logistics company riding the e-commerce delivery wave, however the recent announcement of a predicted $500m loss and 1,900 job cuts in the midst of an industry boom begs the question why? Australia Post is the longest running Australian government department with origins dating back to 1809 and today with over $6.3 Billion Read More...

If one is to take a look at Australia Post on face value it would seem as though it has made a successful transition from Government postal service to a modern , thriving logistics company riding the e-commerce delivery wave, however the recent announcement of a predicted $500m loss and...

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Taxis bring a violin to a gun fight with Uber

Taxis bring a violin to a gun fight with Uber

Today Swan Taxis “fired the first salvo” in the fight against Uber in this article which was part resume, part press release.  But from a business model and strategy perspective, Swan Taxis who have an amazing 90% market share are not even bringing a knife to the gun fight with Uber. They are bringing a violin hoping for sympathy from a public which has long been tired of the inefficient model. And the reason the model is broken is not Swan Taxis, the Government, drivers or even Read More...

Today Swan Taxis "fired the first salvo" in the fight against Uber in this article which was part resume, part press release.  But from a business model and strategy perspective, Swan Taxis who have an amazing 90% market share are not even bringing a knife to the gun fight with...

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The opposite of strategy is auto pilot

The opposite of strategy is auto pilot

In this TEDx talk, Matthew LeRoux at TEDxChemungRiver talks about how he helps farmers and labour by understanding the customers needs, preferences and desires, and create a product to meet those needs and desires. The beauty of it, is that everyone can understand farms, how they work and how specialisation to meet the need of a customer can give you not only the ability to value and and make more profit, but become a champion for your ideal customers. By then becoming a beacon for who you Read More...

In this TEDx talk, Matthew LeRoux at TEDxChemungRiver talks about how he helps farmers and labour by understanding the customers needs, preferences and desires, and create a product to meet those needs and desires. The beauty of it, is that everyone can understand farms, how they work and how specialisation...

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5 reasons Kogans killer new strategy should worry Coles

5 reasons Kogans killer new strategy should worry Coles

You may have missed it this week, but Australia’s largest online retailer Kogan put the gloves on for a fight with Coles and Woolworths with the introduction of their new grocery website Kogan Pantry. And while at first thought Coles would crush Kogan with the online retailer having only 0.9% of Coles revenues last year, there are 5 reasons Coles executives shouldn’t dismiss Kogan so quickly. Moreover, Ruslan Kogan has a proven strategy along with the experience and courage to Read More...

You may have missed it this week, but Australia's largest online retailer Kogan put the gloves on for a fight with Coles and Woolworths with the introduction of their new grocery website Kogan Pantry. And while at first thought Coles would crush Kogan with the online retailer having only...

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The real value of a BHAG is in the Hedgehog.

The real value of a BHAG is in the Hedgehog.

In our work with management teams one of the thought leaders we use is Jim Collins and his book ‘Good to Great’, an in depth analysis on a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies beat the stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world’s greatest companies Read More...

In our work with management teams one of the thought leaders we use is Jim Collins and his book 'Good to Great', an in depth analysis on a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the...

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Exponential Growth vs Linear Thinking in management teams

Exponential Growth vs Linear Thinking in management teams

At the Fortune Growth Summit a few weeks ago we were fortunate enough to see Salim Ismail, founder of Singularity University talk about how Exponential Growth takes about 40 years to start, but then catches everyone by surprise, mostly the industry experts. Initially people are very excited about the changes new technology can bring, and then as this doesn’t immediately change the world, people are disappointed and go back to the normal way of being. From there the technology or change Read More...

At the Fortune Growth Summit a few weeks ago we were fortunate enough to see Salim Ismail, founder of Singularity University talk about how Exponential Growth takes about 40 years to start, but then catches everyone by surprise, mostly the industry experts. Initially people are very excited about the...

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A Five-Year Goal for All Companies

A Five-Year Goal for All Companies

The company’s transformation began with Lim’s frustration with their inability to attract and retain quality people. It’s 2018 and your company is paying the highest wages in your industry, affording you the ability to attract and retain the best talent. Yet you have the lowest cost structure, so you have huge flexibility in pricing your competitors out of the market. Revenues have quadrupled while gross margins have increased almost 50 %, generating record profits as a Read More...

The company's transformation began with Lim's frustration with their inability to attract and retain quality people. It's 2018 and your company is paying the highest wages in your industry, affording you the ability to attract and retain the best talent. Yet you have the lowest cost structure, so you...

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Build on What You Do Right

First, my public apology to all the companies I’ve misguided over the past twenty-five years, as well as an apology to my employees. And while I’m at it, let me add a public apology to my family and friends. I apologize for dredging up all their problems, for focusing on what is wrong instead of on what is right. I apologize for focusing on the F’s instead of the A’s. I just didn’t know any better until I read a thin 70 page book called the Thin Book of Read More...

First, my public apology to all the companies I've misguided over the past twenty-five years, as well as an apology to my employees. And while I'm at it, let me add a public apology to my family and friends. I apologize for dredging up all their problems, for focusing...

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The Big Hairy Audacious Goal: Your Company’s Most Important Long Term Decision

The BHAG serves as a North Star (or Southern Cross if you’re down under) for you and your team as you continue to drive the business forward on a day to day business. 99 stores supporting 99 villages is Thomas Lundgren’s 2020 vision for his Dubai-based company, The One Total Home Experience. Reaching 10 % of all Australians with a “gifted experience” is Naomi Simson’s 2015 goal for her Sydney-based company Red Balloon. Averaging $1 revenue from every man, woman, Read More...

The BHAG serves as a North Star (or Southern Cross if you're down under) for you and your team as you continue to drive the business forward on a day to day business. 99 stores supporting 99 villages is Thomas Lundgren's 2020 vision for his Dubai-based company, The One...

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Competitive Advantage: Juggling Six Balls

companies which equally focus on three key stakeholders (customers, employees, and shareholders) dramatically outperform companies which emphasize one over the others. Four times the revenue growth, twelve times the stock performance, and over 700 times the profit growth over an eleven year period. What competitive advantage led to this huge margin in performance of one group of companies over another in similar industries? In a landmark study of over 200 firms by Harvard professors John Read More...

companies which equally focus on three key stakeholders (customers, employees, and shareholders) dramatically outperform companies which emphasize one over the others. Four times the revenue growth, twelve times the stock performance, and over 700 times the profit growth over an eleven year period. What competitive advantage led to this...

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Control the “Ink” in Your Industry: Write a Book

It’s the single greatest marketing tool you can create to attract customers, employees, and industry attention, besides making your children and extended family proud!!! “Writing a book has provided the single greatest return on investment than any other business decision I have ever made in the history of the company,” exclaims Todd Hopkins, CEO of Indianapolis-based Office Pride and author of Five Wisdoms for Entrepreneurial Survival. Whoever controls the INK in an Read More...

It's the single greatest marketing tool you can create to attract customers, employees, and industry attention, besides making your children and extended family proud!!! "Writing a book has provided the single greatest return on investment than any other business decision I have ever made in the history of the...

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Control the “Ink” Part Two: Blogging, Wikies, Squidoo and More

create a Squidoo page (as the expert in your industry), launch a column, or start a wiki. “Without a doubt, the blog we started (www.communitysecurity. blogspot.com) has been met with the most incredible reaction from our clients,” exclaims Mike Jagger, President of Vancouverbased Provident Security. I continue my campaign to get CEOs and their firms to control the INK in their industry. Last column I pushed books. This column I’m pushing leaders to start a blog, create a Read More...

create a Squidoo page (as the expert in your industry), launch a column, or start a wiki. "Without a doubt, the blog we started (www.communitysecurity. blogspot.com) has been met with the most incredible reaction from our clients," exclaims Mike Jagger, President of Vancouverbased Provident Security. I continue my campaign...

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5 Crucial Techniques to Double Revenues

Nothing improves cash flow (CFOs are fans) and revenue more than reducing your sales cycle time. In preparing for our Sales and Marketing Summit and visiting with some of the world’s top sales and marketing thought leaders, as well as CEOs whose firms are seeing dramatic increases in revenue during this downturn, several actionable ideas have emerged which you can act on immediately. DRAMATICALLY REDUCE SALES CYCLE TIME The first is from Dr. Victoria Medvec, negotiations expert from Read More...

Nothing improves cash flow (CFOs are fans) and revenue more than reducing your sales cycle time. In preparing for our Sales and Marketing Summit and visiting with some of the world's top sales and marketing thought leaders, as well as CEOs whose firms are seeing dramatic increases in revenue...

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4 Decisions That Will Help Your Company Grow

“Gazelles” – growth firms — are the job generators that will do the most to get our national economies back on track in 2009 and beyond. And the leaders of these growth firms must do their job and continue to grow in turbulent times. Decisions Equal Success Decisions equal success – and there are four decisions, in growing your business, that you must get right or risk leaving significant revenues, profits, and time on the table. These four decisions: People, Strategy, Read More...

"Gazelles" – growth firms -- are the job generators that will do the most to get our national economies back on track in 2009 and beyond. And the leaders of these growth firms must do their job and continue to grow in turbulent times. Decisions Equal Success Decisions equal...

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4 Imperatives for Marketing

It’s time to turn on your world-class marketing machine NOW and grab valuable territory. It’s time to crank up marketing!! Not only marketing for customers but for talent. You have to go back almost a decade to find a time when marketing was as badly needed as it is today. During a recent world wind tour from Amsterdam to Atlanta, Bangalore to Brisbane, I met hundreds of wicked smart mid-market growth firms that see no boundaries and fear no competitors. And with an additional 2 Read More...

It's time to turn on your world-class marketing machine NOW and grab valuable territory. It's time to crank up marketing!! Not only marketing for customers but for talent. You have to go back almost a decade to find a time when marketing was as badly needed as it is...

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4 Strategic Questions

Who are the 250 most important relationships to your business? As you prepare your next strategic plan, ponder these four key questions: ARE YOU PLAYING NOT TO LOSE OR ARE YOU PLAYING TO WIN? That’s the strategic question George Kohlrieser, one of the world’s top hostage negotiators and author of Hostage at the Table, posed to 500 CEOs and their executives in Malaysia a few months ago. It’s likely the most important question leaders must ask themselves as globalization opens Read More...

Who are the 250 most important relationships to your business? As you prepare your next strategic plan, ponder these four key questions: ARE YOU PLAYING NOT TO LOSE OR ARE YOU PLAYING TO WIN? That's the strategic question George Kohlrieser, one of the world's top hostage negotiators and author...

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4 Trends Shaping the New Decade

Dr. Hermann Simon, my favorite growth company researcher, is at it again – racing around the globe (in Japan as I write this), sharing what he sees are the trends shaping the new decade. He was kind enough to let me preview his latest research and share the results. Here’s my interpretation of four of his trends most likely to impact growth firms: It’s not an accident that the best performing U.S. stocks have been for firms with huge global activity. ACCELERATING Read More...

Dr. Hermann Simon, my favorite growth company researcher, is at it again – racing around the globe (in Japan as I write this), sharing what he sees are the trends shaping the new decade. He was kind enough to let me preview his latest research and share the results....

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Go Global

Five years ago Eric Zuziak made a few minor changes to his website to be more visible to potential clients in other countries. After landing an architectural job in Beijing, leading to another in Dubai, today 50% of JZMK Partners’ $11 million in revenue comes from international projects. More importantly, it helped him source capabilities, like 3D CAD designers in China, which make him much more competitive in his domestic market. And given the dramatic cutbacks in construction projects Read More...

Five years ago Eric Zuziak made a few minor changes to his website to be more visible to potential clients in other countries. After landing an architectural job in Beijing, leading to another in Dubai, today 50% of JZMK Partners' $11 million in revenue comes from international projects. More...

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Guerilla Marketing

It’s an equally great story about passion, courage, and conviction to make a difference in the world as a small company. I love great guerilla marketing stories, where companies find clever ways to break into key markets that defy convention – approaches that help growth firms “take the hill” against formidable odds. Only now can the following story be shared, given the sensitive nature of the business. It’s a marketing story of how Luke Chung gained traction for Read More...

It's an equally great story about passion, courage, and conviction to make a difference in the world as a small company. I love great guerilla marketing stories, where companies find clever ways to break into key markets that defy convention – approaches that help growth firms "take the hill"...

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Hire the Right #2

“Jemma is a great barrier to protect the team from my overzealousness and enthusiasm,” notes Naomi Simson, founder and CEO of Sydney-based RedBalloon. “She balances all my ‘brilliant’ ideas with a focus on making them process driven.” The single most important decision most entrepreneurs and CEOs make is who is going to be their right #2; who will play the insider role so the CEO can stay focused on marketfacing activities; who will make stuff happen after Read More...

"Jemma is a great barrier to protect the team from my overzealousness and enthusiasm," notes Naomi Simson, founder and CEO of Sydney-based RedBalloon. "She balances all my 'brilliant' ideas with a focus on making them process driven." The single most important decision most entrepreneurs and CEOs make is who...

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Improving Marketing: 5 Techniques

With the recession weakening or eliminating competitors while competition outside the country has increased, it’s time to crank up a well-oiled marketing function. Yet the single biggest weakness I find in many growth firms is the lack of a separate and well-functioning one. If it exists at all, it’s seen as a simple sales support function tasked with making sure the website is updated and the sales people have presentation packs. Instead, it should be a vital function headed by the Read More...

With the recession weakening or eliminating competitors while competition outside the country has increased, it’s time to crank up a well-oiled marketing function. Yet the single biggest weakness I find in many growth firms is the lack of a separate and well-functioning one. If it exists at all, it’s...

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